A good sales manager must stay in touch with each and every salesperson in the sales force that is working for the company. It is essential to find out from the salespeople what prospects are saying to them and which objections that the salespeople are getting in the field from potential customers and prospects.
A good sales manager knows what the competition is doing and what they are offering. A good sales manager can recognize when the competition is selling services cheaper than they can afford to do them or offering products and embellishing their abilities.
A good sales manager stays abreast of all the information of all the competitors and their offers and products and services. A good sales manager knows how the competition is bundling those services and products in such a way to make the sale. A good sales manager is informed as well as or better than the informed Prospect.
In this day and age of the Internet where information is available at the click of a mouse or touch pad the Prospect or potential customer may actually know more about the products and services that the competition is offering than the vendors and salesperson working under the best sales manager.
This is why sales managers must stay informed of all the offers available in the marketplace, all the objections that the salespeople are hearing on the street and figure out ways to best train their sales force to handle these issues. Please consider this in 2006.